The dreaded mother/grandmother from Argentina arrives and Cal survives, thanks to nimble thinking by Dio and the wedding ends in an unexpected revelation for Cal, Carra and Dio.
*
Arriving at the office Dio was briefed by Angela, who immediately handed him a strong cup of black coffee. He learned that the two mid-aged men were from Sandhurst Downs, a huge area of plains and gently rolling land upcountry, bordered by mountain ranges roughly in the shape of a triangle. In fact the area was known locally as 'The Triangle'.
The men delivered rural mail over the entire area, which generally took them from 7:00 to 2:00. Angela told Dio that two years ago the men had decided to use the remainder of their afternoons productively and had studied computer technology by correspondence, gaining certificates from the recognized training establishment. They had then hired a local communications officer who'd worked as a computer repair technician to tutor them in hardware maintenance skills. Just as Dio had done, they completed this training by each building their own personal computer.
Angela flitted around him, asking if he were feeling any better. He nodded and she stood behind him massaging his neck and shoulders. She was good, very good in fact; little wonder Philip had strayed. Finishing that, she came around in front of him, bending down, her grey eyes looking most concerned. She really was attractive and her dress front really was very loose.
"Can you cope, or should I send you home and tell them to come back this afternoon?"
"I'm fine. I felt like shit when I walked in but somehow you have worked a small miracle. I'm nine-tenths back to normal. You're amazing."
"Do you really think so," Angela said, studying him thoughtfully.
"Um, there are four of us as I'll get Selby to come in. May we use Philip's office?"
"Yes, certainly; off you go and I'll wheel your clients in."
Dio thank her profusely and was relieved to find 'that look' had gone from her face. She was her normal businesslike self again.
The two applicants were roughly alike – typical country blokes with basic haircuts, weather-beaten faces, very firm handshakes and dressed in standard rural 'best gear' of fawn cotton drill trousers, brown casual shoes, multi-colored open-neck shirts and jerkins – one was plain, the other leather-trimmed thus avoiding being identically dressed.
Dio's immediate assessment was that they looked good, dependable, upfront guys who'd come gunnin' for you if they thought you were taking them for a ride.
Ralph Levett was fair-hair, balding from the temples, with a crooked grin and piercing blue eyes, a slight potbelly indicating he either sat down at his job or drank beer in quantity, or both. He came in first, sat down first and spoke first, indicating leadership – at least of the two-man team.
Ian James was of similar average build, dark hair and plenty of it, a blue jowl, watery and red-rimmed green eyes, a sharp nose and very long fingers that would be useful for playing a keyboard or a guitar or picking up pins from the floor if his wife was a dressmaker. Dio shook his head, to clear it; why was he thinking such nonsense about long fingers?
Ralph was already well into explaining why they wanted franchises.
"So, we have gained this expertise and were not sure how to use it. I advertised in the
offering to repair computers but did not get a single reply. Then Ian made a break through. Tell him Ian."
Ian explained that a cousin of Philip Battersby had told him that Philip was connected with a company that was about to start franchising a computer servicing business. He'd phoned Philip who'd explained what was involved, but they hadn't made an appointment to see him; they had just assumed he'd be working in his office when they arrived
"We came down last night and have people doing our deliveries for us today," he explained.
"Yeah, our first time staying in a motel," Ralph said.
Dio remained nervous. "Setting up a franchise operation involves a lot of money."
"Don't we know," Ralph said almost belligerently. "Almost a bloody rip off if you ask me. But we have the money from our nervous bank manager. That together with our cash inputs comes to the required amount – fifty-four grand each, according to what Philip told me. We need the vans because our mail delivery contracts prevent us from using our official delivery vans for anything other than the mail service and personal transport."
"Philip is back in the morning," Dio said, hoping they would buy his attempt of buck-passing.
"We are going back home this afternoon," Ralph replied, uncompromisingly.
"Right," said Dio. "Bear with me for a moment."
He phoned Selby Brown and ask what was he doing.
"Right now I'm parked on the roadside having a pie and a coke," laughed Selby.
"Any chance of coming in?"
"When?"
"Now."
"Shit, that's a bit sudden."
"Or within an hour or two?"
"No, I'll come now. Where to?"
"The coffee shop opposite Philip's office – we've got two potential franchisees to assess."
"Wow! Two! You lucky bugger. See you in fifteen."
Dio said the applicants, "Selby our assessor will be here in fifteen minutes. He's a franchisee himself and is employed on contract by the company to assess new applicants. If you are what you say you are there should be no problem, and if he passes you it's just a matter of completing the paperwork, getting your vehicles delivered and the stationery etcetera printed with your names. While that is taking place you will be required to undergo three days of intensive training."
Ralph said that was fine.
"We have documented our backgrounds and have attached testimonials and certificates as well as our checks. Now, we wish to hear from you what your company will be offering us by way of technical support and business promotion. Franchising is a two-way deal, you know."
"Yes, I do know that. Look, let's hop across the road to the coffee shop and we can talk there. When Selby arrives he'll take you one at the time. The assessment, which includes some practical work, takes thirty to forty-five minutes. So all being well you will be on your way home early afternoon."
Dio thought this whole thing was a little bizarre. He didn't know anything about them, nor did he know if they really knew about the service in detail. What if there weren't enough people in The Triangle to make it profitable for two franchisees?
While waiting for their coffees, he asked how many people live in the region.
"Forty-eight thousand people – it's not the sticks, you know," Ralph said. "It comprises hundreds of farms of varying sizes and a number of small country towns and villages. But don't you worry. We've done market sampling, and know that there is an estimate thirty-six thousand computers in our region. If we get decent market promotion through you guys in our area we'll be right as rain. My brother-in-law is principal of a school in my area and his school board has agreed to me taking up the contract for looking after the school IT system providing I get the backup of a reputable firm – which I shall present as you guys. They pay and arm and a leg to have a guy come in from outside The Triangle to look after their computers, so are willing to trial me for six months. We both will have additional opportunities like this."
Both passed their assessments, easily.
"This will be a good test bed-for us for remote located franchisees," Selby told Dio quietly. "I was astonished to be told that there are almost fifty thousand people living in The Triangle. How on earth can two people deliver mail to all those dwellings?"
"They don't. The major of those people live in towns that have their individual mail delivery system. Our guys deliver to try rural folk but there are some others who do that as well."
"Gee, two in one blow," said Selby. "It's getting a bit like the tailor and seven flies."
"What tailor is that?"
"You've obviously had a hard night pal. We won't get into the Brothers Grimm story telling."
Selby handled the documentation process and briefed the two applicants further. He then called Dio and they took the two franchisees-in-waiting to lunch after which Dio would take them on to Ronnie for the reading and signing of contracts.
Over lunch, Dio took great care to explain what the two would be provided under the agreement and what their obligations would be.
"Our three current franchisees - who include me – are experienced Helpdesk operators so the transition for us was easy. We have not yet fully prepared ourselves for the indoctrination of further franchisees but you are insisting on proceeding," he said. "We will look after you carefully, and I will reduce the royalty payment that has been set at 6 percent of gross back to 3 percent for the first six months from the date of signing because our systems are not yet fully established. Do you understand this?"
"Yeah, yeah, Ralph replied. "We are experienced owner-operators you know and our wives are just itching to become involved in answering the phone calls and setting up appointment times as well as doing other administration. We also agreed with Selby to take the standard contract package with the cheapest van, keeping our costs of buying the franchise to fifty-four grand. We can always trade in on more up-market wheels if our businesses boom."
Ian also confirmed he understood the situation, and thanked Dio for making the concession on royalty payment. "Like we said earlier, we've done our homework and know that we have to promote ourselves once you've guys moved in with your opening promotion of us. Apparently your consultant Felix someone will prepare a folded A-3 promotional flyer and get printed the numbers we require as soon as we send our photographs to him."
"Good," said Dio, relieved. "You both appear have a good grasp of what's involved. During the three-day training sessions the company's undertaking will be explained, detailing what you have purchased including the van, promotional material and other marketing support and of course business support. Then your obligations will be discussed.
"When you come down for training could you bring a map of The Triangle, showing a dividing line that you both agree makes the mid boundary of your respective franchise area. The mountain ranges will be the other natural boundaries, one would assume. We will run off copies of the map for signing, appending a copy to the contract document."
Dio called for another round of beers.
The four men watched the smiling waitress clear the empties and place a full bottle in front of each of them.
As she walked off Ralph grinned.
"You lucky bastards, being in this environment all the time where waitresses don't wear bras and look right at you and speak so nicely. Up our way the waitress will stand, hands on hips chewing gum and ask, 'What do you fella's want – hurry up, I haven't all day'. Right Ian?"
"Damn right, Ralph. And did you see the size of them?"
"Um, didn't notice no bra or how big they were, did you Selby?" Dio asked.
"No," Selby said, also lying. "Like you I was too busy thinking about the look on these guys' faces when we hand across the keys of their vans. That is the moment that they'll really know they're on their way. I've agreed to spend a Friday on the job with them and their wives, just going over everything especially the accounting side. Then the boys and I are going on an overnight fishing trip, right boys."
"Yeah," said Ian, grinning. "You've got big 'uns in your restaurants, but wait until you see the size of our trout. You should come too, Dio."
"Dio can't," laughed Selby. "His mother-in-law wouldn't let him go."
